Director of Sales

This position provides strategic leadership and direction for the company’s sales organization, with responsibility for achieving revenue, margin, market growth, customer retention, and overall sales performance objectives. This position leads and develops the Territory Account Manager team, establishes sales strategies and performance expectations, and drives consistent execution of the company’s sales initiatives across all territories.

The Director of Sales is responsible for building a high-performing sales organization through effective coaching, talent development, performance management, and accountability. This role ensures sales resources are strategically aligned with the company’s highest-value opportunities while identifying and developing new markets, customers, and revenue streams.

Working collaboratively with executive leadership and cross-functional departments, the Director of Sales develops and executes strategies to strengthen customer relationships, expand product penetration, increase market share, improve profitability, and remove barriers to sales growth. The position promotes a consistent, customer-focused sales approach and ensures effective communication and coordination across the organization.

Our company believes in the Ideal Team Player. We follow the model behaviors of Humble (quick to point out the contributions of others), Hungry (self-motivated and diligent), Smart (socially appropriate and aware), Safety-Minded (works to lower safety risks, Quality-Minded (take pride in their work) and Attendance (recognizes their presence is important).

• Develops annual sales plan in support of organizational strategy and objectives.
• Directs implementation and execution of sales policies and practices.
• Routinely recommends sales strategies for improvement based on market research and competitor analyses.
• Effectively run weekly, monthly, and quarterly meetings with team members
• Lead, coach, develop, and hold the Territory Account Manager team accountable for achieving established sales, margin, and growth objectives.
• Drive core business growth by protecting existing customer relationships, increasing share of wallet, identifying new opportunities, and expanding business within current and prospective accounts.
• Champion a "One-Stop Shop" approach, ensuring Territory Account Managers actively position the company’s full portfolio of products and services rather than selling individual product categories in isolation.
• Develop and execute territory strategies that balance customer retention, organic account growth, new customer acquisition, and new product adoption.
• Coach Territory Account Managers on account planning, prospecting, relationship development, negotiation, product positioning, and closing strategies.
• Ensure Territory Account Managers maintain strong relationships with key customers while developing relationships at multiple levels within customer organizations.
• Drive new business development by ensuring each territory maintains a healthy pipeline of qualified prospects and clearly defined next steps.
• Support the growth of strategic company initiatives.
• Regularly review territory performance, customer activity, pipeline, market opportunities, competitive threats, and areas of underperformance.
• Develop recovery plans for territories, accounts, or initiatives that are not meeting established expectations.
• Work cross-functionally with Operations, Customer Service, Marketing, Production, Product Management, and leadership to remove barriers impacting customers or sales growth.
• Maintain a strong understanding of market conditions, competitive activity, customer needs, and emerging opportunities within each territory.
• Ensure pricing and sales…